Are your sales team members maximizing their efficiency and effectiveness on their sales calls?
Being more efficient by accomplishing (and communicating) more in a shorter period of time on your calls and being more effective by delivering a stronger message of value and uniqueness. Improving these selling areas is one of the main reasons for you, as their sales manager, to be riding with your reps to observe and coach these selling efforts.
The goal is for them to maximize their selling opportunities in the least amount of time in front of a prospect or customer. You need to make sure your salespeople have structure on their calls by utilizing the steps of a sales call.
They also need to have the strongest possible messaging to explain the uniqueness and value to your buyers even when your customer is minimizing the amount of time they have to talk.
What can you do to make sure your people are maximizing both the efficiency and the effectiveness of their selling efforts through your coaching efforts helping them apply more structures and thinking and planning more moves ahead so they can out-think and out-position their buyers…and their competition?
Join me as I share ideas to help your next sales call be as business focused as possible and providing the most value to your buyers. If you can improve their processes and structures I bet your team can sell even more!